District Sales Manager

2 weeks ago


Pretoria, Gauteng, South Africa Ford Motor Company Full time

POSITION DETAILS
Dealership Sales Management

  • Carry over orders (review and determine which sales can be brought forward)
  • Stock analysis.
  • Sales vs. objective reviews
  • Coach Sales Manager
  • Dealer Sales Team Organisation structure and people quality assessed, and changes recommended where required.
  • Forecast Midmonth Estimate (probe, understand and determine what actions can be implemented to rectify if below target)
  • Achieve Retail and Wholesale sales objectives.
Dealership Retail Performance Management

  • Review of objectives (month, quarter, pre and post analysis)
  • Crosssell analysis
  • Dealer Action Plan (preparation, presentation and review)
  • Lead, manage and coordinate the Sales Review process with Dealer Planning and the Regional Manager
  • Connectivity uptake
  • E-Commerce rollout
  • Manage all systems/CX processes with the CX manager.
  • Management: Dealer Standards/FGE processes with CX Mngr
  • Manage and ensure dealer satisfaction.
Sales Planning Meeting

  • Review Sales Objectives/program targets.
  • PBH: Review financial benefits of Dealer Target achievement.
- 'Sell' the programs for month 'A' e.g. FDAF/Marketing advertising/New SVP's/New incentives/Carryover incentives etc.; pricing changes; show Ford developed merchandise props and direct mail, advertising layouts etc.
- 'Plan' with dealers their actions to achieve program targets e.g. develop/understand Dealership merchandising activity for the month/quarter.
- 'Execute' Dealer and Company Plans

Order To Delivery Process

  • Conduct Detailed Stocking Opportunities File (SOF) Review/ Sales Availability Meeting (SAM) with dealer.
  • Ensure compliance and adherence to all sales systems.
Customer Satisfaction Initiatives

  • Customer Satisfaction: Sales (review performance, counsel and assist in process improvements all aspects)
Business Management

  • Facility (advise, counsel in conjunction with Dealer Development Manager who takes the lead to follow up on Dealer plans)
  • Dealership sales staff levels (review/advice and counsel)
  • Guard the Ford Brand image in accordance with Company policy requirements input as per Market Rep plan.
Training

  • Product Knowledge
  • 8Step sales process
  • Sales Consultant coaching and development.
  • District Sales Managers are responsible for soliciting enrolments in training courses managing their District to achieve 100% Dealership staff participation and qualification.
Meeting Attendance and Participation

  • Monthly / Quarterly Reviews and Regional Dealer Meetings
  • Dealer of the Year and Sales Merit Club
  • Special Events (other)
Miscellaneous

  • Provide competitive information feedback in a weekly feedback report, specifically including competitive merchandising actions and incentives.
  • Bulletin management
  • System and integration support
  • Department support
  • Backup for other Field Sales Managers when they are on annual leave etc.

KNOWLEDGE, SKILLS and ABILITIES (KSA)

  • Strong business acumen & Presentation Skills; written and verbal; able to walk people of various levels of an organization through project details and business cases, utilizing efficient and effective methods, as determined most appropriate for the audience and contents.
  • Relationship building able to read and connect with key business partners (incl Dealers) and establish collaborative partnerships.
  • Able to work under tight deadlines, pressurized environments.
  • Excellent analytical skills and the ability to do detailed rootcause analysis.
  • Proven effective planning and time management skills.
  • Problemsolving skills
  • Conflict Management skills
  • Project & business Plan development and implementation experience
  • Must be able to work independently and take own initiative to ensure the expected results are achieved.
  • Have a can do, find a way attitude and a very strong emotional resilience.

QUALIFICATIONS and EXPERIENCE

  • Bachelor's degree or equivalent in Business Management/Marketing/related field
  • Min 5 years Retail Automotive industry experience or OE field experience (ideally as a District Sales Manager) with a combination of other OE M&S experience is a must.
  • Detailed Process knowledge of Dealer Sale operations, Systems and Procedures
  • Must have worked in at least four of the following six areas, of which Ford Sales Planning and Automotive wholesale Marketing are both a mandatory prerequisite: (Sales Planning
  • Order Control/ OTD analyst; Marketing; Ford Credit; Business Management; Aftersales (Service/Parts); Fleet; automotive retail sales)
  • Up to date on the latest trends and technologies impacting Consumer Experience at transactional level.
  • Frequent travel across the dealer network will be required, therefore a valid driver's license is a must.
  • Fluency and proficiency in English is a must.


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